About This Episode

In this episode of MSP Business School, hosts Brian Doyle, Tim McNeil, and Robb Rogers sit down to discuss the challenges that MSPs typically face when hiring sales professionals. They take us on a deep dive into the sales recruiting process, why MSPs struggle with it, and the game-changing approach Tim and Robb implement in their own business.

1:34 – Tim kicks off the discussion by sharing that many MSP owners come to him saying that they’ve had several sales reps who have all failed. He introduces the idea that a multi-step process is vital for hiring in the sales department.

4:09 – Brian asks for further insight on the interview process, and Tim and Robb go into detail on their approach to hiring sales reps, including the initial screening and the one thing that makes an automatic “no” for an otherwise promising prospect.

11:31 – The guys turn the tables and share what a potential rep should expect from their side of the interview and hiring processes, and emphasize that reps in the MSP world end up with far fewer appointments than in other industries. They also stress the importance of patience and consistency.

15:15 – We return to the employer side of the interview, and Robb reminds us that if you wouldn’t buy from the person you’re interviewing, potential clients won’t either. He also explains how he intentionally asks uncomfortable questions in the interview to see how the sales prospect handles adversity.

19:03 – Tim shares how their approach to hiring lessens the potential for red flags in the later stages of the interview process. He reminds us that anyone can do a fantastic first interview and urges listeners not to skimp on the process just because they connect with someone or like them.